fired-up fundraising: turn your - amazon s3 › presentations_workshops_wgail › 2016... ·...

Fired-Up Fundraising: Turn Your

Board’s Passion into Action!

Gail Perry MBA CFRE

www. firedupfundraising.com gp@gailperry.com

TWITTER: @gailperrync #NPDSA16

Who Am I?

Gail Perry MBA CFRE

30 years (yikes!)

Blogger, coach, consultant

Duke, UNC-Chapel Hill fundraising

Author “Fired-Up Fundraising: Turn Board Passion

into Action”

AFP Fundraiser of the Year – Triangle Chapter

International speaker and workshop leader

#firedupFR

@gailperrync

Would You Like to Be An Ambassador?

Fundraising? “YETCH!”

Ambassador?

“What fun!”

@gailperrync

GET ALL MY POWERPOINTS HERE

Plus a Free Workbook:

Skyrocket Your Fundraising with a Major Gifts Program

http://www.gailperry.com/resources-afp-jacksonville/

Is This Your Board?

Is This Your Board?

Is This Your Board?

Is This Your Board?

6

Is This Your Board? Do You Have A Bored Board?

Is This Your Board?

Is This Your Board?

Is This Your

Board?

We All Want a Happy

Fired-Up Board!

The Mingle Exercise:

An Amazingly Powerful Tool

• Easy, low pressure

practice talking about

why they care.

• Build enthusiasm by simply

talking to each other.

Ask Board Bembers

Why They Care!

Why Do You Care About

Your Organization?

1. “Find a partner.

2. “Introduce yourself.

3. “Tell them why you care

about our organization.

4. “Listen to them tell you.

5. “You only have 30 seconds

each.

6. “When I call out, find

another partner.

How to Set Up the Mingle Exercise

Why Do I Care?

@gailperrync

As you go around talking to people,

be aware of five things:

1. Track what you are saying

and how it changes.

2. How are you impacted by

what you hear?

3. Is it easy or difficult?

4. Is it fun or miserable?

5. Observe the energy in the

room!

@gailperrync

Four Parts to the Elevator Speech

Part 1: What You Say

The “Why”

not the

“What.”

Four Parts to the Elevator Speech-

What did you hear that

really resonated?

Spread the Idea Virus

Sneeze Wherever You Go!

This is how you turn your board members into

“sneezers,”

spreading the BUZZ wherever they go.

How You Are Being

How You Are

Being

Matters Most

Part 2 of the Elevator Speech:

How You Are Being

• Energetic

• Enthusiastic

• Authentic

• Honest

• Personal

If you are all about money,

where will your energy be?

@gailperrync #NPDSA16

The Dark Side of Fundraising When you are all about money

Good Fundraising is NEVER about

MONEY

Good Fundraising is

NEVER

about

MONEY

Did Somebody Say the “F-Word?”

Did Somebody Say

the “F-Word?”

The Myth of Board Members and

Fundraising

23

Board Members’ Myths

about Fundraising

Fundraising

= Begging?

Do You Think Fundraising =

Rejection?

27

Fundraising = Cold Calls?

Part 3 of the Elevator Speech:

Turn It Into A Conversation

28

Why are you interested in our cause?

Your Donor Expects to do the

Talking

29

I love being listened to!

Can You Create Five Reasons

WHY Someone Should Give to

Your Cause?

• Being boring!

• Talking too much!

The Fundraiser’s Kiss of Death

Advice Visits:

If you want money ask for advice;

if you want advice, ask for money.

• Can I pick your brain?

• What do you think?

• I’d love your opinion.

Power Questions:

Asking for Advice

• Tell me what you think about. . .

• Please give me your guidance on . . .

• Can we brainstorm this idea?

• What should we do?

• How could we pull this off?

• Who should be involved?

Power Questions:

About Our Organization and Project

• What is your opinion of our organization?

• What do you think about our project?

• Do you think it’s a good idea?

• Tell me what you think about our strategy . . .

• How do you think we can accomplish this goal?

• Do you think we can raise the money?

• Who might be interested in supporting this?

Steps in the Fundraising Adventure

THANK THANK

THANK AGAIN

CULTIVATE AND

INVOLVE

ASK FOR

SUPPORT

IDENTIFY

PROSPECTS

Many Roles for Board Members TIME AND ENERGY INVOLVED

in each step of the cycle

Part 4 of the Elevator Speech:

Request for Followup

“What kind of followup requests can you make?”

How Can You Followup?

1. Take them on site?

2. Meet staff? Meet

kids?

3. Lunch to discuss?

4. Advice visit coffee?

5. A meeting or event?

6. Something specific

to your friend’s

personal interest?

Your Elevator Speech: How to Open the Door Without Being Pushy

Part One: What you say

-why you think this is important

Part Two: How you say it

-cheerful, expansive, enthusiastic

Part Three: Create a conversation -ask “what are your impressions?” or

-ask for advice

Part Four: Create a follow-up next step

A Deep Discussion

40

A Deeper Discussion

Discussion: What Are We Really

Raising Money For?

Fire Up Your Board

Where Does The Money Go?

• A panel discussion or

interview format.

• Why does it cost so

much?

Fire Up Your Board 10 Terrific Questions to Discuss with Your Board

1. Why do we even need private

contributions anyway?

2. Why does it cost so much?

3. Where exactly does the money go?

4. Why does it take so much staff to do this

work?

5. How many kids are we helping in this

program?

Fire Up Your Board 10 Terrific Questions to Discuss with Your Board

1. About how much does it cost per person

helped?

2. What else do we really need?

3. How many people are we missing?

4. Can you tell me a story of someone

whose life was changed?

5. What would we do if we had an

additional $100k?

Wouldn’t It Be Wonderful If . . .

5 Easy Fundraising Jobs:

VIP Prospect List

Who are the 10 most

important people

who could catapult

your organization’s

financial future?

5 Easy Fundraising Jobs:

Advice Visits

• If you want

money, ask for

advice.

• If you want advice, ask for money.

5 Easy Fundraising Jobs:

Host Small Socials

1. Board member hosts

2. Free to invitees

3. No ask “It’s easy to get intimidated if you are asking someone for help. But inviting somebody to be part of something that you are proud of is easier.”

~Diane Paces-Wiles, former board member

5 Easy Fundraising Jobs:

Host Sizzling Tours

• Board members

invite their FRIENDS

• Board member

welcomes

• Call the next day:

– “What were your

impressions?”

5 Easy Fundraising Jobs

Thank You Calls to Donors

Will Directly Impact the Bottom Line

• Donors received a thank you phone call from a board members within 24 hours of receiving the gift.

• The next time they were solicited, they gave 39% more than the other donors who did not receive a call.

• After 14 months, those called were giving 42% more.

~Donor Centered Fundraising, Penelope Burk

GET ALL MY POWERPOINTS HERE

Plus a Free Workbook:

Skyrocket Your Fundraising with a Major Gifts Program

http://www.gailperry.com/resources-afp-jacksonville/

Many More Resources at FiredupFundraising.com

• Top 10 Things to Understand About How Fundraising Really Works Today

• 5 Clues Your Fundraising is Headed Downhill

• Fundraising is not about Money (Shocker!)

• Why Board Members Love Advice Visits

• Does Your Organization Really Support Fundraising? Take This Simple Quiz

• Easy Elevator Speech Exercise for Your Board

• Listen Your Way to the (Major) Gift

• Show me the Money: How To Move From Friendraising to Fundraising

• How Major Donors are Changing and What To Do About It

• Board Members’ #1 Job: How to Be a Personal Advocate for the Cause

• 20 EASY Ways Board Members Can Cultivate Donors

• 10 Easy Ways Board Members Can Raise Money

• 12 Ways to Liven Up Your Board Meetings —and Your Board

Gail Perry MBA CFRE twitter: @gailperrync

54

Try These Ideas and This Is

What You Will Get! “It was such a thrill to see the body language and faces of our

board members change from reservation, reluctance, and

uncertainty to smiles, laughs and excitement.”

— Abby Johnston,

Director of Development, Saint Mary’s School, NC